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CXOTalk: Naomi Bloom, Nenshad Bardoliwalla, and Michael Krigsman, 3/15/2013
Drive Thru HR, 12/17/12
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Webinar Sponsored by Workday: "Follow the Yellow Brick Road to Business Value," 5/3/12 Audio/Whitepaper
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HR Happy Hour - Episode 118 - 'Work and the Future of Work', 9/23/11
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"Convergence in Bloom" Webcast and accompanying white paper, sponsored by ADP, 9/21/10
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Adventures of Bloom & Wallace
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With the first post in this series, I introduced my concept of potential disruptors and other sources of disruption to the HRM enterprise software landscape. In that post I used Kronos and a hypothesized expansion of their functional footprint — a huge expansion of their functional footprint — combined with their global distribution capabilities, competent leadership, and humongous installed base, to present one scenario which would shake things up good and proper.
Doing this type of scenario testing is an important component of both competitive analysis and strategic business planning, so it’s something I do quite often. But it’s also something that I’ve never written about in this public way, so it’s taking a good bit of time to select the right scenarios and lay them out clearly enough to stimulate an intelligent discussion of their pros, cons and likelihood.
[Full disclosure: Microsoft hasn’t been a client in many years, but they did inherit a license for my HRM Business Model “Starter Kit” when they acquired Great Plains Software, an early licensee. Because Microsoft has never had a competitive HRMS or TM product for the enterprise, I not only haven’t followed them as I do the vendors within our own space, and I don’t even have contacts in their analyst/influencer relations organiation with whom to fact check this post.]
For this disruption scenario, I’d like to hypothesize that Microsoft, which has been working hard to deliver a competitive set of enterprise business applications, their Dynamics line, but which has NEVER had anything remotely competitive in HRM enterprise software, decides that it must fill that gap. I think they could do this by either delivering from their own skunk works (but I’ve seen no public clues to their having any such skunk works in operation) or by buying an integrated, already multi-national if not yet global, true SaaS HRMS/TM platform with some SaaS InFullBloom capabilities that’s been built (or is currently being built) religiously with Microsoft’s most modern tools.
With Microsoft’s global channel partner distribution assets, their ability to upsell into their considerable Dynamics installed base, many to most of whom have been making do with other brands of HRMS/TM or without, is considerable. If they could build or buy the right platform, there’s a whole list of never great HRMS/TM vendors who have specialized in filling the HRMS/TM holes in Microsoft’s offerings who would be deader than they already are. But such a move would also garner Microsoft a much more competitive position against the lower end offerings from the major ERP and HRMS/TM vendors as well as against a range of offerings from that serial aggregator, Infor. And if Microsoft came up with something really competitive in HRMS/TM, there could be a number of casualties among quite successful HRMS/TM vendors who have prospered using the Microsoft technology stack without having any competition from Microsoft.
After so many years of doing absolutely nothing notable in the area of HRMS/TM, and with no visible as yet talent movements signalling a change in direction here, I’m not expecting Microsoft to get serious any time soon about the missing HRMS/TM components in their business applications suite. However, if they ever do get serious about this, and I can’t imagine why they haven’t done so already, I think they could be a real market disruptor simply because of their size and reach.
All of this is pure speculation on my part, but hopefully not entirely loony. I’ve got quite a list of these scenarios taken from my “wild cards” analysis, so please stay tuned. And if you have greater visibility into what Microsoft is doing in this area, I’d welcome your comments.
It's Not The Ripples From A Single Pebble But Their Interactions With Others That's My Mental Image of Market Disruption
Introduction
The idea for this series comes from the work I did to update my competitive landscape talking points before several recent client meetings. After updating the vendor by vendor notes which are at the core of these materials, I was working on a new section I had titled “Wild Cards” when I decided that this section might make an interesting series of blog posts. What all of my “wild cards” had in common was their ability, if they happened (and these were all quite speculative although not without some foundation), to disrupt in a serious way the HRM enterprise software competitive landscape.
Now I know that some of these “wild cards” are very much in the works, but NDAs prohibit me from commenting on things that aren’t otherwise visible, so my competitive landscape talking point section on these is based entirely on information that’s available publicly — if you know where to find it and how to interpret it. With great care to protect everything which is privileged, this series of posts will lay out some of those “wild cards,” the nature of the potential disruption, why I see them that way, and how their actions could cause enough ripple effects to be called disruptive — if they happened.
[In the interests of full disclosure, except where I’m prohibited from doing so by contract with that vendor, I’m going to note my relationship to each cited vendor when first they are introduced in this series. And I’m deliberately not going to cover any vendors where I know too much even if they are on a potentially very disruptive path.]
But first I’d better say a few words about how I view disruptions and disruptors in the competitive landscape for HRM enterprise software. Actually, it’s easier to say what disruptions aren’t:
- new releases from known industry participants that extend functionality but leave existing object models/architectures/business models/sales and marketing processes/etc. essentially untouched — unless they are already on a disruptive path with any to all of these and their new releases are building on same, gaining momentum and/or market share, unleashing disruptive stuff that’s been cooking behind the scenes and/or generally extending the reach of what are already disruptive elements;
- startups whose products add to the competition in a particular niche, e.g. the fifteenth product that helps you source passive candidates from the social Web, without changing materially either the price/performance of that niche or the achieved business results in the eyes of the customers — but real disruption could come from such vendors (in my view) IF they’ve got something under the covers for which their early releases are proofs of concept, needed to raise the capital to unleash the full power of what they’ve done or similar;
- tremendously improved interfacing of products by their serial acquiring parents, which can be extremely useful when combined with innovations in UX etc. — unless of course this were combined with dramatic reductions in maintenance/subscription pricing or some other disruption of the business model that surrounds the software; or
- acquisitions where the acquirers are filling in missing pieces of their product roadmap, aggregating customers/revenue (unless it’s on the scale of an Oracle acquiring PeopleSoft), opening up new geographies with indigenous offerings which essentially replicate what the vendor already provides elsewhere, etc. — but acquisitions of incredible technology that allow a broadly-based and otherwise successful vendor to provide disruptive business result impacts to their existing customers, now that might be disruption!
What I’m looking for are business and/or product developments that change the conversation about HR technology, change the dynamics of the market, deliver fundamentally more business value to end-users, and in doing so cause material ripples across the competitive landscape that impact many to most other competing vendors. Looking in our rear view mirrors, a great example of such a disruption was the coming to market of PeopleSoft in the late 80’s, after which all of the dominant mainframe-era HRM enterprise software vendors went into irreversible declines. Another great disruption was the impact on job boards of the rapid expansion of social sourcing — and the impact on recruitment advertising in print media when job boards boomed.
Kronos
It’s easy to look backwards to spot those major disruptions, but I’m going to go way out on a limb in this series by trying to spot things which haven’t happened yet but which very well could. And just to give you a taste of things to come, let me start with a company I respect tremendously but with which I’ve never worked (so I don’t even have to forget anything that’s under NDA) and which is the “eight hundred pound gorilla” in global workforce management products and services — Kronos.
Kronos has released several technically innovative products in this last year, added mobile (including tablet) capabilities, enhanced analytics, expanded geographically, and is morphing their business model toward hosting and subscriptions even as they continue to grow at a substantial rate. All of that is good news for customers, investors and employees — good news, and perhaps disruptive for Kronos in its own market, but not disruptive to the competitive landscape in the way that I’m defining it here.
But can you imagine a scenario in which Kronos would become a major disruptive force across the global HRM enterprise software competitive landscape? Not just by being an ever expanding and more successful version of itself — a path it’s already on — but by doing something that would get the “talking heads” scrambling to explain so major a development?
I think they could do this (and I’ve mentioned it before) by either delivering from their own skunk works (but I’ve seen no public clues to this) or by buying an integrated, true SaaS with some SaaS InFullBloom capabilities, already multi-national if not global HRMS/TM platform (along, ideally, with a profitable surrounding business and customer base). With their global direct and channel partner distribution assets, their ability to upsell into their huge installed base, many of whom will be making core HRMS/TM upgrade/replacement decisions over the next 3-5 years, their increasingly global subject matter expertise, and their excellent reputation/leadership, if they could build or buy the right platform, I think they could be a real market disruptor. Could their recent acquisition of SaaSHR be a small step in this direction, testing the possibilities?
Were Kronos to launch a truly competitive HRMS/TM platform as described here, they’d be ready to catch the wave of upgrade or replace that’s going to hit the middle to upper end market segments among those developed economy organizations that have invested heavily in now aging ERP/HRMS foundations. If it were great software, SaaS InFullBloom, their huge installed base would give them immediate credibility and upsell opportunities, and they’d be in a position to give the obvious competitors a run for their money. And with their inroads in China and elsewhere in the developing economies, as well as their knowledge of the regulatory and cultural requirements of these markets, Kronos’ feet on the ground and in place relationships could move a ton of core HRMS/TM software in these markets.
But all of this is pure speculation on my part, albeit not entirely loony. It’s really just an example of what I mean by disruption — and of the kind of scenario analysis that’s useful when vendors are placing major bets that could be overtaken by such a disruption. Over the next several weeks or more, I plan to lay out a number of other potentially disruptive possibilities taken from my “wild cards” analysis. If this topic is of interest, please stay tuned.
The Yiddish Of My Youth Still Shapes My Thinking
In a previous post, I focused on the most fundamental metrics for measuring the impact of changes in HRM, presumably intended as improvements, on revenues and profitability. Hopefully, I succeeded in offering no-nonsense, strictly financial metrics. Focusing on changes in revenues and profitability per agreed measures of workforce effort provides a starting point for thinking about what drives those changes and what as well as how HRM changes/improvements affect those drivers.
That was a good start toward getting clear about the terminology we should use to discuss the linkages between HRM and business outcomes, but it was only a start. I’ve always believed that a major reason why HR executives don’t have more clout is the lack of a precise and universal vocabulary with which to discuss HRM issues and to make their connections to business outcomes. Just ask a room full of HR folks to define employee, position and job, and you’ll know what I mean by the lack of a precise and universal vocabulary.
Vocabulary does shape thinking, and vice verse, which is one of the reasons I so love the Yiddish language. No language (to my knowledge) is richer in ways to describe the burdens of life or the failures and weaknesses of men, evolved no doubt from the burdens of having lived in peril for 10,000 years and having had plenty of time to observe their own failures and weaknesses as well as those of their oppressors. But we at the intersection of HRM and IT, and those we serve, are equally influenced by the vocabulary we use to describe our burdens and failures or weaknesses, and we need an equally rich as well as precise and universal terminology for discussing what we’ve accomplished and where we’re headed. Yiddish would be great for this, but I’m no longer sufficiently fluent nor has that wonderful language evolved sufficiently to cover the intersection of 21st century HRM and IT. So we’ll proceed in English.
Total Cost Of Ownership (TCO)
This is the metric used by both software vendors and their IT customers (but which could also be used by in-house or contracted custom software developers and their IT management) to consider all of the costs associated with acquiring and deploying (regardless of the underlying business model) the functionality of a packaged software application or custom software development. It includes the direct costs of (1) software development, acquisition, subscription, maintenance and upgrades, (2) software implementation and ongoing support, (3) software operations with its allocated costs of aggregate operations, e.g. hardware, networks, data storage, backup and recovery capabilities, and (4) all the other costs associated with implementing and operating a collection of software functionality over some agreed period of time.
Even as the movement of our industry to SaaS has changed rather dramatically what’s included in TCO from the customer’s perspective, there’s still an awful lot being written about TCO in the age of SaaS. In my view, far too much emphasis has been placed on this metric by the vendors, custom developers and IT organizations given that there’s no indication here of how or if business outcomes are achieved, i.e. of what you get for the $$. Frankly, it’s one of those metrics that are relatively easy to calculate and are used, therefore, in place of more valuable but far more difficult to calculate metrics.
We can develop TCO, for a specific HRM delivery system (HRMDS), by adding up the direct and indirect costs of the bits and pieces in the current state HRMDS over an agreed upon period of time. Labor arbitrage often can be applied to both the automated and manual components of the HRMDS to achieve initially large savings. Next level TCO savings can be achieved by substituting well done automated components for manual ones and then by bringing as much standardization as possible to those automated and manual components. But all the TCO savings in the world, however achieved (and care must be taken not to destroy value creation via HRM in the name of reduced administrative costs), will not improve materially the client organization’s business outcomes — and tha’s the essential flaw in TCO. Moreover, focusing on TCO to the exclusion of other, more outcomes-focused metrics, may actually reduce more important outcomes even as you’re reducing TCO, a undesirable unattractive outcome even on the administrative cost side of the equation.
Total Cost Of Service Delivery (TCSD)
This far more useful metric, in my view, adds to the data center operations and software-focused total cost of ownership the additional people and process costs that are needed to deliver to end-users (i.e. to employees, managers, specialist users of all kinds) specific HRM process outcomes, e.g. completion of a performance review, completion of a new hire event, or completion of a payroll process. This metric becomes particularly important in the BPO business because that total cost of service delivery, at least for in-scope processes, is the responsibility of the BPO provider and has a huge impact on their financial success or failure.
Using total cost of service delivery also provides a much stronger business case for further automation as well as for labor and facilities arbitrage. Where service delivery is very heavily automated and entirely self service, total cost of service delivery approaches total cost of ownership, which is a good thing, and can help us make informed decisions about investments in software and self service versus investments in call centers and human processors. However, this still doesn’t give us a measure of what we’re getting in business outcomes for the $$ spent.
We can develop TCSD, for a specific HRMDS, specific patterns of customer usage, with some care in defining what constitutes a service, and with measuring the relative satisfaction with these same services, if we already know our TCO. By adding what lies on the customer’s “side of the mirror” for different types of customers and specific services, and with what level of servicing satisfaction, we can create a metric which is far less amenable to reduction purely via HRMDS labor arbitrage or even standardization but which is very amenable to more complete and correct automation and, especially, to more intelligent self service. While this greater automation can take advantage of labor arbitrage, an emphasis on configuration capabilities and tools, and appropriate kinds of standardization, making a significant improvement in TCSD requires that we understand what’s happening on the customer’s “side of the mirror” before and after an interaction with the HRMDS.
Total Cost Of Delivering Agreed Process Outcomes (TCPO)
Even more useful is this measure of not only the cost of service delivery but reported against the agreed upon (including contractual SLAs) outcome measures, to include various measures of general service quality (e.g. error rates, response times, customer satisfaction, and issue escalation) as well as various measures of specific process results (e.g. cost of hire and elapsed time to fill, % of performance reviews completed by their due date and the % which passed managerial review). With these process outcome measures, which get much more difficult to define and then report against as you go from the general to the specific, we begin to get at what value the customer is receiving at some level of investment. Since some version of these outcomes is often the basis upon which BPO or shared services revenues are accrued, this measure also helps us understand what we’re actually spending to achieve those revenues when everything is considered.
If we take TCSD and add the costs on the customer’s “side of the mirror” for a given process outcome, then we’re beginning to get a complete picture of what it really takes to achieve that outcome. This also allows us to improve service levels by putting more of the work of achieving process outcomes inside the HRMDS, ideally inside the software platform, where we can ensure greater availability, consistency, adherence to business rules, litigation avoidance, etc. This is the complete picture we want when we talk about not only the total cost to achieve specific error rates, response times, customer satisfaction, and issue escalation but also to achieve target values for cost of hire and elapsed time to fill, % of performance reviews completed by their due date and the % which passed managerial review.
Total Cost Of Delivering Business Outcomes (TCBO)
But the most important HRM metric, and the most difficult to assess, is the total cost of delivering business outcomes. TCBO connects TCSD and TCPO with specific business outcomes, e.g. the total cost of delivering one highly qualified, good fit new hire or the total cost of delivering, per salesman, target growth in sales revenues via a new incentive compensation plan and related sales training. The new idea here is that, to the business owner, what matters are the business outcomes, and being able to predict those outcomes, rather than the process activities or even process outcomes.
When you work toward this view of the HRMDS, many of the investments needed to achieve truly world class HRM practices as well as a world class HRM delivery system, e.g. proactive, intelligent self service, can be justified on the basis of the expected improvement in needed business outcomes. If some agreed version of revenue or profitability per some agreed version of FTEs is our most basic private sector goal for investments in HRM/HRMDS, then changes in same are the business case for those investments.
You can’t begin to develop this metric unless the HR organization has done some version of strategic HRMDS planning which aligns their organization’s overall business outcomes with the relevant HRM business outcomes and goes from there to the implied HRMDS capabilities. But unless the HR organization does this work, they’ll be guilty (and so may their BPO providers, if any, however unfairly) of reducing benefits administration costs without tackling the real cost of those benefits along with their impact of hiring, engagement, etc. Of they’ll be guilty of reducing the time and cost to hire without reducing the elapsed time to productivity or increasing the quality of hire, etc.
After the obvious initial cost savings around TCO and even after the much more important improvements in TCSD, both of which are easily forgotten and become “table stakes,” and even after big improvements in TCPO, what is durable are ongoing improvements in business outcomes and the role played in achieving these outcomes by HRM and the HRMDS. Clearly, we’ve still got some work to do.
[If you’d like to learn a lot more about how your can “Follow The Yellow Brick Road” to linking investments in HRM (and the HRM delivery system) to needed business outcomes, have I got some posts for you — but remember to read them in reverse order:
Follow The Yellow Brick Road Part IV/Finale: The HRM Delivery System!
If you feel like you’ve been stranded along the way or that we’ve (or you’ve) been off on various scenic detours, my apologies for not providing the final installment of our Yellow Brick Road travelogue as quickly as I had hoped. Life just keeps happening; we keep up as best we can. And if you’re just […]
Follow The Yellow Brick Road Part III: HRM Strategies, Outcomes And Design
My apologies for the long detour from the Yellow Brick Road while I attended to heavy business travel, client deliverables, more shoulder rehab, and the final business details for closing on M/V SmartyPants. More on SmartyPants in a later next post, complete with pictures. For now, we’ve got a lot more work to do along […]
Follow The Yellow Brick Road Part II: Vision, Strategy And Outcomes
In Part I of our journey down the yellow brick road to great HRM and HRM delivery systems, I set the stage in terms of the environment in which our organizations must operate and what they must do to be successful. By now you should have decided for your own organization – or will do this shortly […]
Follow The Yellow Brick Road Part I: Business Environment And Challenges
In my 2/9/2010 post, I announced that I would be publishing my strategic HRM delivery systems planning methodology on this blog, so I thought I’d better get started. Although there’s a very geeky set of materials to guide me on these projects, I call the version of my methodology intended for clients, “follow the yellow […]
Workday 16 On Tablet
[Full disclosure: Workday is a client as are several of her competitors. Also, where I’ve noted below that something is free, a more precise description (with thanks to Dennis Howlett for suggesting this clarification) would be “included at no additional cost” if you’ve subscribed HCM.]
It seems like only yesterday that I was writing (we were all writing) about Workday 10. But two years have passed, and those folks have been hard at it, with three major releases each year.
I for one am impressed with Workday’s ability to keep up the pace, keep to their long lead time schedules, and have the confidence to schedule an analyst briefing months in advance for a date that’s right in the middle of each new release. If that’s not an act of faith in their ability to deliver what they promised and when they promised it to their customers, I don’t know what is.
Others have written or will soon write about the new functionality, major developments in mobile, graphically stunning analytics which are embedded at the “point of sale” to improve decision-making, and so much more in this very big (but then they always are) release. But I’d like to highlight some things that struck me which may not be covered as much elsewhere.
First, their new onboarding capabilities, which are the kind of functionality that HR leaders ask for, may look on the surface like just a good example of the same. But it’s free!* And it can be used not only for employees but also for contingent workers. And it’s built in such a way — and this is the power of objects in action — that it lays the groundwork for further releases that will address the analogous processes for internal mobility and offboarding. When you combine the onboarding process with Workday’s ability to interact in real-time via its APIs with others systems, you have the foundations for not only the classic elements of onboarding but also the full-scale provisioning and re-provisioning that’s a huge part of keeping knowledge workers working productively.
Second, there are lots of enhancements across talent management in this release, and not enough time on the analyst briefing to cover them. But I found it interesting that we saw, through the mobile capabilities, examples of both gamification and feedback-related activity streams, and no one ever mentioned the word social — or at least I didn’t hear it. If you own their HCM product, you get all the related mobile capabilities and each release’s substantial functional core HR and talent management enhancements for free. And your SLA isn’t awash in SKUs that make you feel like you’re being sliced and diced when that technique is better applied to “big data.”
Third, Workday has enabled, via crowdsourcing across their customers (each of which is a tenant in a multi-tenant instance of Workday), those same customers to contribute effective-dated configurations (e.g. reports, business rules, calculations, whatever), all of which are expressed as metadata in Workday, to the metadata collection which can then be inherited at will by those same customers. See a report you like which was developed by another customer? Inherit that metadata setup, and it’s yours. Someone else does an interesting and useful overtime rule and chooses to contribute it for the common good? Every other customer has the opportunity to use it. Crowdsourcing and inheritance are just two of the important business benefits of true multi-tenant SaaS, and this particular use of them is a great example of how a high value (to customers) capability can be delivered at very low cost (to the vendor) because of the underlying architecture. And it’s all free. Can you even imagine the difficulty and cost to everyone of doing something like this with contributed (for what release/DBMS/etc.? where would you send it? it’s not inherently effective-dated? who would ensure that it wouldn’t blow up something else?) PeopleCode?
Fourth, Workday’s payroll benchmarks were certainly mentioned in other coverage, but there hasn’t been much discussion of their calc engine and it’s grid computing approach to handling large payrolls in-memory at a quite decent speed. The benchmark mentioned was a 100,000 person payroll in roughly three hours, but we’d clearly have to dig into the ifs, ands or buts to know what payroll complexity was involved as well as to understand the exact architectural and operational setups. But what’s of greater interest to me is that this was achieved not with some souped up classic payroll application but with a true calc engine that’s operating on effective-dated metadata for all of its business rules in the same way that a true workflow engine does. Such an engine doesn’t know if it’s processing a US or Bulgarian payroll; it’s all about the metadata. And for all it knows, it could be doing leave accruals or even non-discrimination testing calculations for the relevant comp or benefit plans. Having designed and programmed payroll applications at the beginning of my career, and had my nose into many more over the years, I’m a sucker for metadata-driven calc engines.
Well, that’s what I made notes on during the briefing. Here’s what some others have had to say about this release:
Dennis Howlett http://www.zdnet.com/blog/howlett/workday-16-delivers-significant-mobile-updates/4062
Doug Henschen http://www.informationweek.com/news/software/enterprise_apps/232900557
Chris Kanaracus http://www.pcworld.com/businesscenter/article/254081/workday_update_pushes_it_deeper_into_oracle_saps_turf.html
Larry Dignan http://www.zdnet.com/blog/btl/workday-steps-up-its-mobile-game-bets-on-html5/74623
Seth Fineberg http://www.accountingtoday.com/news/Workday-Enhancements-HTML5-62397-1.html
Workday http://www.marketwatch.com/story/workday-unveils-advanced-user-experience-commitment-to-html5-starting-with-mobile-2012-04-19
[Updated 6/18/2012 — Huge shout-out to Stan Swete of Workday and Raul Duque of Ultimate (both of whose firms have been clients, as was Raul’s former employer, Meta4) for their review and feedback on my much shorter first draft of this post, which addressed only models-driven development. Based on their feedback, I’ve now touched on agile software development and metadata-driven definitional development. And I would also like to thank Steve Miranda of Oracle for writing to me about the progress that Oracle is making along these same lines and Mike Rossi of SFSF/SAP for briefing me on their aggressive pursuit of metadata-driven applications. As I learn more, outside of NDAs, about what Oracle, SFSF/SAP, and others are doing to adopt these approaches, I hope to update this post further.
These three approaches, models-driven development, agile software development, and metadata-driven definitional development, combined and managed properly, are at the heart of achieving the order of magnitude improvement in software economics, including time-to-market and quality-to-market, which are the real focus of this post. If I embarrass myself in front of the real experts in these areas, the fault is entirely my own, and largely due to my own lack of expertise. Hopefully, you’ll educate me and my readers with your comments. But I should also say that I wrote this post to be accessible to as wide as possible an audience, to respect all the NDAs under which I operate, and to be just a short introduction to these important ideas.
Please note that I’ve added several additional resources at the end of this post.]
A Little History
And The Magic Happens Here!
In 1984 I published an article in Computerworld entitled “Secret to cutting backlog? Write less Code!” The entire article may be worth your time, but then perhaps I’m the only one who is amused by the memories of so distant a past in the history of business applications. What’s relevant to the here and now is that, even then, I was painfully aware that we were buried in demands for business software — and in ever-changing requirements to extend and change that software — that we were never going to be able to meet unless we changed fundamentally our whole approach to designing and developing same.
Thus began the intellectual journey that led to this post. AMS, my employer in 1984, had been given a ton of money by the US Army to develop the requirements for a new personnel system. But an important requirement of that contract — important to me personally because, on some level, it was the making of my career — was that we launch two parallel projects to define those requirements. One project used traditional (what we now call Victorian novel) requirements definition, which was the norm in the then standard waterfall systems lifecycle. The other project used one of the original requirements gathering CASE tools, PSL/PSA, along with the best (then) available event-partitioned data and process modeling techniques. I ran both projects at AMS, and I learned, quite painfully, three professional life lessons about the limitations, even wrongness, of the then current aproaches to systems design and developmet.
Lessons Learned At AMS
The first big lesson was the wrongness of depending entirely, for system requirements, on asking customers what they want “the system” to do. What I learned on that project and have practiced ever since is to study the customer’s business, represent the essence of that business in models, and then conceive of how available — and even not quite yet available — technology could be used to reinvent that business. And while the techniques of modeling have evolved considerably, great domain models have always been intended to let us experiment with a business domain, to understand it and to reinvent it, in ways that we could never do with an existing organization.
The second big lesson was to focus on the pattern in the problem rather than to get buried in all of the details, to see the essential nature of HRM rather than just the surface confusion. It’s that study of the pattern in the problem that was the genesis for so much of my thinking about preferred architectural behaviors. For example, determining eligibility for something is a foundational pattern in HRM, e.g. for participation in a specific developmental event, qualifying for the payout in a specific project success compensation plan, enrollment in a specific health care benefits plan, or getting a yearly replacement for your smartphone. Once it becomes obvious that the eligibility pattern will be needed across HRM, and that the eligibility criteria represent a bounded albeit large and complex set of Boolean expressions across a domain objects and their attributes, one can conceive of a metadata-driven eligibility “engine” which can be used across all of these examples and many more. My emphasis on these preferred architectural behaviors — and there are many — is central to my quest not only for writing less code but also for elevating the use of metadata to drive HRM software.
The third big lesson was that the then best practice waterfall lifecycle was based on three fallacies and was, therefore, a complete fool’s paradise. In the waterfall lifecycle, you spent a ton of time and resources pinning down requirements, written in a Victorian novel style that business users of the era could understand and validate, and then got them signed off in blood before moving on to design, development and more. The first fallacy was that the users knew what they wanted when they mostly had no clue what was possible. The second fallacy was that those pesky requirements, even assuming they were correct, would stand still long enough for us to build and deliver the software — let alone continue to stand still once that software was delivered. We were awash in requirements documents that demanded traceability throughout the lifecycle, and very little energy or time was left for innovation. But the third fallacy was the real killer. By the time you were awash in requirements, it was practically impossible to discern those patterns in the problem that would have led to elegant designs, to producing less code because we could build and reuse those patterns. The evolution of software lifecycles to what we now refer to as agile is a direct response to these and many more fallacies of that older waterfall approach.
AMS made major breakthroughs in all these areas, and the learnings noted above were definitely not achieved on my own. But I do believe that I was early in applying these learnings to the HRM domain.
Lessons Learned At Bloom & Wallace
When I left AMS, I proceeded to build upon what I had learned to model and remodel the HRM domain, using better modeling techniques as I went along and testing my thinking with a serious of large, global clients and their strategic HRM/HRMDS planning projects. And, something I hadn’t been able to do as fully while still at AMS, I saw many more patterns in the domain, both as to the subject matter and the system capabilities needed to deliver that subject matter, which I expressed as part of a growing body of preferred architectural behaviors.
Over the last twenty-five years, my work in modeling the HRM domain and seeing those patterns was the basis for creating and supporting my widely-licensed “starter kit.” I believe this work has had some impact on the underpinnings of the best of HRM enterprise software, and influenced (again, I hope, at least in a small way) some HRM software product architects and business analysts. Earlier this year, I announced that my domain model IP would not be licensed beyond 2012, but that doesn’t mean that our work in this area is done — not by a mile. The good news is that there are now a number of HRM software vendors on this path to getting a lot more bang for their buck — and for their customers.
The promise of CASE tools, which had been the holy grail of software engineering, was that it would be possible to go directly from a completely modeled expression of the desired aspects of the domain directly to usable functionality, delivered functionality, without being touched by human hands. The hope was that we could build a set of tools, putting all of our computer science and engineering talent to work on those tools, which would be able to gobble up those models, themselves defined to these tools, and presto, chango, out pops the application. No compilation, no hand-tuning, and no messy/expensive/error-prone/slow-to-market applications programming.
This concept, which was called models-driven development, has evolved into the more definitional development approaches used first (to my knowledge in the HRM domain) by Meta4 in the late 90’s and, more recently and with much greater visibility in the US by Workday. We’ve also added to our toolkit the creation of metadata-driven “engines” that can be used and reused across the HRM domain. There are other HRM software vendors working with these techniques, to include reports on same from both Oracle and SFSF/SAP, and there’s a lot more of such work that is still in stealth mode but with very promising early results. I hope to see a lot more of this become visible to the market before the end of 2012.
I believe that this combination of an agile lifecycle with models-driven and definitional development, to include the development of metadata-driven “engines,” are our best hope for being able, finally, to wrestle to the ground the very real challenge of having our business applications evolve as quickly as do our businesses — and without adding to the tremendous technical debt burden which so many HRM software vendors are facing. Writing less code to achieve great business applications was my focus in that 1984 article, and it remains so today. Being able to do this is critical if we’re going to realize the full potential of information technology — and not just in HRM.
Conclusions
There’s so much more that I should write about the strengths and some pitfalls of agile software lifecycles, about how modeling a domain in objects helps us see the patterns in that problem domain with enough clarity to build metadata-driven “engines” from those patterns (e.g. an elibility, calculation or workflow engine) rather than creating lots of single purpose applications, and how those models can become applications without any code being written or even generated. Hopefully, the real experts in our industry will jump in to correct what I’ve written and to expand upon it. And I’d sure love to hear from HRM software vendors who aren’t my clients but who are practicing and advancing these techniques.
What’s important here is to make as clear as I can the power of any HRM software architecture, of any development approach, whose robust domain object models become the functionality of the applications with a minimum of human intervention, whose business functionality is therefore built and modified only at the models level. Such an approach can be very flexible initially and over time, easy and fast to implement, and inexpensive for both the vendor/provider and customer to acquire and maintain. And this approach provides full employment for anyone who really knows how to elicit well-constructed domain models from the business ramblings of subject matter experts. Most important, such an approach shortens the intellectual distance between our understanding of the problem domain and our automation of that domain.
I would be remiss if I didn’t point out that the challenges to accomplishing this are huge (but the moat created by any vendors who succeed is equally huge):
- difficulty of accurately representing the domain in a rigorous modeling methodology, along with the need for extensibility, evolution and modifications over time;
- difficulty of building tools which can translate those models into operating objects;
- difficulty of seeing the patterns in the domain with enough clarity to recognize the needed “engines” — and then in building “engines” which can operate solely on metadata;
- difficulty in abstracting complex HRM business rules to metadata;
- difficulty of achieving operational performance with large volumes (although in-memory data/object management opens up a lot of possibilities here as well as with both embedded and predictive analytics);
- difficulty of adjusting those operational objects as the models evolve without human intervention, i.e. without coding; and
- many more that keep software engineers awake at night.
As big as are the challenges, or even more so, are the benefits if those challenges can be met. And it’s my opinion that the amount of lift I mentioned above, if it can be achieved and sustained, made to scale both operationally and in a business sense (e.g. finding those few individuals who understand the HRM domain in a profound way and who are able to express that domain in fully articulated models is a huge challenge to scaling these approaches), will change in a fundamental a way the economics of the HRM enterprise software business. If I’m right, you’ll want to be on the agile, models-driven, definitional development side of the moat thus created, whether you’re an HR leader, working in the HRM software vendor community, or an investor in that community.
Some suggested readings:
Metadata-Driven Application Design and Development by Kevin S Perera of Temenos January 2004
Summary: Presents an overview of using a metadata-driven approach to designing applications. If the use of software frameworks can be defined by patterns, then metadata is the language used to describe those patterns.
http://msdn.microsoft.com/en-us/library/aa480019.aspx
Workday’s Technology Strategy: A Revolutionary Approach To Redefining Enterprise Software from Workday, 2006
http://i.zdnet.com/whitepapers/workday_Technology_WP_0107.pdf
The Work Of Jean Bezivin
The work of Jean Bezivin at the University of Nantes, France, where is now an emeritus professor. You can reach him at JBezivin@gmail.com or follow him on Twitter @JBezivin, which I do religiously even though I can’t fathom a good bit of his citations, and not just because some of them are in French. But this blog is in English
http://modelseverywhere.wordpress.com/
The Work Of Curt Monash
Curt, an expert in all things database-related, has written some of the best pieces I’ve seen on the underlying Workday architecture, especially as regards their data architecture. Of particular interest may be his most recent piece on this:
http://www.dbms2.com/2012/06/14/workday-update/
The Work of Johan Den Haan
Johan is the CTO of Mendix, a vendor of applications delivery PaaS. He writes on a wide range of topics related to the subject matter of my post, and I’ve learned a ton from following this work.
http://www.theenterprisearchitect.eu/
No Wonder We're Overwhelmed!
As a toddler, I took great pride in being able to rattle off the names of all the Kittredges (Barry, Bobby, Eddy, Georgie, Chucky, Sydney, Al, Ralph and Adele), a large family who lived across from us on Somerset Street. Later, it was important to me to have read every Nancy Drew mystery then every Agatha Christie then all of Ngaio Marsh (all 35+ of which I reread before making a pilgrimage to this great woman’s home in Christchurch, New Zealand (before that wonderful time capsule was damaged by the terrible earthquake). I threw myself, in high school, into learning how to conjugate all the tenses in Latin of the verb to love — amo amās amat amā́mus amā́tis amant — and I loved being able to master whole swaths of Julius Caesar’s Gallic Wars in the original Latin: “Gallia est omnis divisa in partes tres.”
Today I would have been diagnosed with something to be treated, but then I was just called smartypants by my detractors, ordinary by my overachieving classmates in the special program for kids like me, a wise ass by my parents (and usually disrespectful by my Mom, who would have preferred more party dresses and less reading after lights out), and very funny by my closest friends. There was great comfort in knowing everything about something and in having the time to learn everything about something at a time when the rate of knowledge creation and the pace of knowledge sharing was on a human scale.
But fast forward to today, and it’s a wonder that any of us are still sane. I can’t remember the last time that I felt on top of anything, let alone everything, and I’ve got very well-developed learning and work habits, not to mention being a speed-reader. Once I had a manageable list of wonderful friends with whom I was in pretty frequent contact; now I’ve got a much larger list of wonderful friends with whom I struggle to stay in contact. And that’s entirely separate from the Twitter followers, LinkedIn connections, Facebook “friends,” and all manner of total strangers who (and this may be entirely in my own mind) expect some level of particpation from me on a regular basis.
I used to know the architectures, functionality, and data designs of all the significant HRM enterprise software vendors (long about 1990), not to mention everyone who was anyone in our industry. I used to be able to take briefings once or twice a year with all of these vendors and feel pretty on top of what they were doing. And I used to skim a dozen or so industry news sources weekly, reading carefully anything that hit a nerve, and actually stayed on top of current HRM and IT thinking. But now there’s so much content created daily that it’s impossible to skim let alone read everything that’s relevant. And there’s little or no soak time, those wonderful hours of contemplation when the pieces swirl around for a bit and then go together like a child’s puzzle into one of those moments of clarity about something that matters.
Now there are hundreds of HR technology products and services vendors vying for air time, face time, market and product differentiation, and their management teams deserve a fair hearing if only there were time. There are far too many conferences, summits, online discussion forums, and every flavor of Webinar, well beyond what anyone can possible attend or participate in, and you may well miss the most important nugget by not being there. Information has exploded, not only in terms of quantity but also in terms of the many channels through which it reaches us or we must seek it out, and we’re drowning. All of us.
Well, I’m tired of feeling overwhelmed, tired of not knowing everything and everyone I should, tired of trying to monitor all of the relevant news sources and activity streams, TIRED! So I’m striking a blow for freedom and cutting myself some slack. I’m making peace with not knowing everything that I should, following everyone who’s relevant, connecting with all of you, commenting on every blog I read or in every LinkedIn group to which I below, reading all the wonderful HRM and IT posts/articles, clicking through every interesting link on Twitter, etc. And I suggest that all of you do the same. Then when we meet, you won’t feel bad if I don’t quite know who you are or what you do or why we need yet one more applicant tracking system.
It’s only April, barely the start of 2012’s vendor and industry conferences with their associated rebrandings, new positionings, exciting partnerships and product announcements, and I’m already tired of the constant drumbeat on mobile/social/big data/in-memory/analytics/consumerization etc. of enterprise HRM software. When everybody’s talking about the same things — even if most vendors don’t have many to most of these capabilities yet, let alone done very well, and most customers don’t even have good enough core data with which to generate believable metrics — I find myself thinking about what’s next. Or perhaps it’s just the realization that achieving SaaS InFullBloom will be the last generational change of my career, so I’m hoping everyone will get on with it.
I’ve been writing, speaking and consulting about great HRM software for as long as I can remember. Long before anyone would listen, I preached the power of domain models in the HRM software lifecycle (does anyone remember InPower?). While my short term memory has always been questionable, I’m very clear about the first time I used the term KSAOC and the first project I did to model the HRM domain. The foundations for SaaS InFullBloom were laid in the earliest days of my solo consulting practice. More recently, I’ve embraced mobile, social, big data, analytics, in-memory (and not just for analytics), the consumerization of enterprise IT, embedded intelligence and so much more, updating my long-held ideas about preferred architectural behaviors for an always on, always moving, highly collaborative workforce and building out my HRM object model and architectural principles accordingly.
There’s been quite a long gestation period for the adoption of modern HRM object models and the very recent adoption of models-driven development, not to mention a ton of other “preferred behaviors” for great HRM software, and that’s gotten me to wondering about what will come next? What’s going to happen that won’t take hold until long after I’ve “hung up my spurs.” But there’s a ton more to do before the best of today’s leading edge capabilities have so far permeated the enterprise as to have a positive and measurable impact on overall business results. Hell, there are still organizations that don’t deploy any flavor of self-service and are running their businesses with not much more than a payroll system when it comes to human resource management. Given the pace of HR’s adoption of the best of current HRM and the related use of technology, I can’t wait for the best of current thinking to be implemented widely enough to be considered pervasive before figuring out what’s coming next.
So what is coming next? If anyone does know, that’s certainly not me. But I do have some thoughts:
- I think we must get to universal biomedical identity management ASAP. One project in this area that I’ve been watching with great interest is India’s plan to identify all of its citizens biometrically. Don’t we all have a spreadsheet with our log-ins and passwords and secret identification questions with their answers? Yes, I know that there’s a app for that, but if you think I’m going to trust that app not to get hacked, you’re nuttier than I am.
- Models-driven development, now used prominently by Workday, provides so much benefit in time, cost and quality to market that it’s destined to become far more widely used than it is now. But there are at least two huge challenges to be addressed: (1) very few HRM subject matter experts can translate their knowledge quickly into reliable object models, into the patterns in the problem that are the essential foundation of models-driven development and (2) there are no commercially available CASE tools or PaaS that provide the required preferred behaviors for HRM software “out of the box” with only object models as their input. Sounds like whoever has built and owns such tools will have a serious leg up.
- Keyboards for fingers or just thumbs, traditional or fruity gesture touch screens, and even current voice recognition capabilities are just too slow and error-prone to keep up with today’s pace of information creation, so I’m hoping for implants and telepathy. That would solve the bandwidth constraints and costs with which we’re all living, eliminate the proliferation of devices, and take full advantage of the speed of thought. Of course that would also increase the speed of errors, but no technology is going to be perfect.
- Interrogatory configuration is something I’ve written about and worked at for years, but without much success. I still believe it’s the necessary future of HRM software, from earliest marketing interactions through the initial and then continuous implementation that is the nature of true SaaS. There are huge barriers to accomplishing this, including (1) the need for an underlying object architecture whose objects can be configured on the fly, with those configurations effective-dated, and (2) the need for an extremely robust understanding in the patterns of both regulated and good practice HRM to underpin the interrogation’s natural decision trees and state processing logic. But the potential lift here is so enormous that I sincerely hope someone will get this right.
Meanwhile, I’m still struggling to migrate to Windows Outlook from my incredibly powerful, totally custom, contacts management database, built 20+ years ago with no longer supported tools, and bitching daily about what I’m giving up to use Outlook. How could they not understand that many people have seasonal residences, that families consist of multiple individuals each of whom has their own mobile phone number, and that entries should be effective-dated. Yup, we’ve still got some work to do just to catch up with yesterday.
[I published a post addressing this topic right after I launched my blog 11/9/2009, and I never expected to address this topic again. Surely by now, I would have thought that we’d have broad agreement on how to measure the impact of HRM on business outcomes. But I had few readers in the beginning, and there’s a ton of evidence that we still haven’t solved this part of the HRM value puzzle. So, with many more readers now plus much wider reach via Twitter, I’m hoping that we can answer this question once and for all. If you really want me to retire, help me knock this item off the todo list ASAP.]
Happy Pesach and Easter
If the real purpose, the only purpose, of HRM is to achieve organizational outcomes, then we’d better be able to measure the effects of specific investments in HRM on those organizational outcomes. Otherwise, why would anyone trust us with a budget?
Revenues And Profits
The primary outcome measures for private sector organizations are revenues and profits, so clearly we must be able to explain how what we’re doing in HRM, to include investments in HR technology but also investments in everything from total compensation to workforce development, increases revenues and/or profitability in measurable and provable ways. Those are the metrics that matter and the only metrics that will capture and hold executive attention.
About now my colleagues are saying, and with good reason, that Naomi is off again on her quest for the holy grail of HRM, for those provable, measurable impacts of HRM on the real business outcomes of organizations. But if we really can’t do this, if we really can’t show a line of sight from improving the practice of HRM to improving those required business outcomes, we deserve to be relegated to the record-keeping, compliance and payroll responsibilities of our past. At least there we could winnow down the back office headcount with some judicious investments in outsourcing, workflow, and automation.
There’s a ton of respected research as well as my own experience to convince me that it’s possible to figure out this line of sight for a given organization. Imagine the possibilities if we could embed some of the relevant analytical methodologies, tools and intelligence in HRM software? Do you suppose that’s what at least some of the HRM software vendors mean by analytics? Trust but verify might apply here.
I still don’t know how to develop this line of sight in the abstract, but I do know how to make the linkage work once I know an organization’s very specific business outcomes and what drives those business outcomes, when I know which flavor of revenue and profit are linked in the most direct way to what the workforce does. This varies considerably by industry and even by company within industry, so I usually ask someone in the know, in addition to observing, what measure I should use of revenue and profitability as the numerator in the two metrics I’m about to describe. If the mere mention of metrics or analytics unleashes your personal demons or causes your eyes to glaze over, the intersection of HRM and IT is not your preferred neighborhood.
Workforce Effort
With those revenue and profit numbers for the numerators of two separate metrics, we must search very carefully for the appropriate denominators, which will be the same for both metrics. We’re looking for an accurate and fairly reliable measure of the workforce effort deployed to achieve those revenues and profits. Is it primarily a full-time, employed workforce? Then perhaps a count of the employees who are actually working at the end of the relevant measurement period would be a good denominator. Is it primarily a part-time, employed workforce? Then try FTEs of employees who are actually working at the end of the relevant measurement period. Are there lots of contract/contingent non-employee workers? Then broaden those active employee counts or FTEs to include those non-employee workers. Have all three types of workers, then create a meaninful composite. This isn’t about headcount but about the amount of workforce used to achieve the revenue and profit numbers.
We can now measure in actual dollars (or whatever the preferred currency) the revenue and profit contribution per employee/employee FTE/workforce member/workforce FTE/composite of same. These are the two ratios that we’re trying to improve by means of HRM. There may well be other useful metrics, much more finely tuned to particular groups within the organization or to particular lines of business, but business outcomes are always about “show me the money.”
Putting aside the baseline budget we must spend on HRM just to do the essential record-keeping, compliance and payroll (notice that I consider actual compensation and benefits outlays, as well as benefits administration, completely open for discussion), every other dollar invested, to include every total compensation dollar, should be focused on and justified by how it moves these ratios in a positive direction — and by how much.
What Drives Business Outcomes?
Now that we know what we’re trying to do, to improve revenues and profits, we’ve got to explore, getting down and dirty, what drives financial results in a specific organization. Do newer products garner the greatest increases in sales and profits? Does more effective exploration/leases/development garner better raw material costs? Does our future growth depend on opening up new geographies, improving product quality, delivering 1st rate customer service? Until you really understand what drives business results, it’s not possible to figure out how HRM can help. That alone requires that HR leaders be up to their eyeballs in the business of their business.
But let’s assume that we really do know those drivers of business results. Now we need to figure out which HRM-related actions, processes, plan designs, etc. affect those drivers in a positive way, and by how much. I could go on, but I think that the process of working backwards from the desired business outcomes to the needed HRM results is already clear. And it’s clearly different from the typical HR department’s so-called strategic plans, which are littered with “we’ll implement self service” or “we’ll improve bench strength” or “we’ll implement a new performance management process and ensure that everyone is reviewed twice a year.”
With a real HRM strategy, one that explains what specific HRM actions, processes, plan designs, etc. are intended to have what impacts on the business drivers of organizational outcomes, we can track our progress using revenues and profits per measure of workforce effort. We can also introduce one of my favorite HRM-related metrics: the total HRM (including the HRM delivery system) cost of delivering agreed business outcomes, otherwise known as TCBO. Our goal is to drive up revenue and profit per measure of workforce effort while driving down TCBO. What could be simpler?
Total Cost Of Achieving Business Outcomes
TCBO is by far the most useful, purely HRM-related metric, but it can also be quite difficult to measure and track. As a whole, it can be used to measure the total HRM-related costs of achieving the macro measures of revenue and profitability per appropriate workforce measure, but subsets also can be used measure smaller but very important intermediate HRM outcomes, e.g. the total HRM-related costs of delivering one highly qualified, good fit new hire. The new idea here is that, to the business owner, what matters are the business outcomes rather than the process activities or even the process outcomes on which HR leadership has traditionally focused.
When you work toward this view of HRM and the HRM delivery system, many of the investments needed to achieve truly world class HRM practices as well as a world class HRM delivery system, e.g. proactive, intelligent self service, can be justified on the basis of the expected improvement in needed business outcomes. But you can’t begin to develop this view of HRM and the HRMDS, nor to use these business outcome metrics in your investment business cases, unless HR leaders take a strategic view of HRM and HRMDS planning which aligns their organizations’ overall business outcomes with everything about HRM. Without this approach, HR may well address the costs of benefits administration without tackling the cost or value of those benefits, of reducing the time and cost to hire without reducing the elapsed time to productivity or increasing the quality of hire, etc.
The Bottom Line
If you don’t know where you’re going, it’s of little importance how, at what cost, or when you get there. Measurable, provable improvement in business outcomes is where we’re going, so pinning those down first provides enormous guidance to HRM in how best to unleash its own actions, practices, plans designs, etc. toward getting there.
[If you’d like to learn a lot more about how your can “Follow The Yellow Brick Road” to linking investments in HRM (and the HRM delivery system) to needed business outcomes, have I got some posts for you — but remember to read them in reverse order:
If you feel like you’ve been stranded along the way or that we’ve (or you’ve) been off on various scenic detours, my apologies for not providing the final installment of our Yellow Brick Road travelogue as quickly as I had hoped. Life just keeps happening; we keep up as best we can. And if you’re just […]
My apologies for the long detour from the Yellow Brick Road while I attended to heavy business travel, client deliverables, more shoulder rehab, and the final business details for closing on M/V SmartyPants. More on SmartyPants in a later next post, complete with pictures. For now, we’ve got a lot more work to do along […]
In Part I of our journey down the yellow brick road to great HRM and HRM delivery systems, I set the stage in terms of the environment in which our organizations must operate and what they must do to be successful. By now you should have decided for your own organization – or will do this shortly […]
In my 2/9/2010 post, I announced that I would be publishing my strategic HRM delivery systems planning methodology on this blog, so I thought I’d better get started. Although there’s a very geeky set of materials to guide me on these projects, I call the version of my methodology intended for clients, “follow the yellow […]
- Cover of serial Vol. V, 1859
“It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness, it was the epoch of belief, it was the epoch of incredulity, it was the season of Light, it was the season of Darkness, it was the spring of hope, it was the winter of despair, we had everything before us, we had nothing before us, we were all going direct to Heaven, we were all going direct the other way. . . .”
Thus opens “A Tale Of Two Cities,” a master work by Charles Dickens that I’ve read several times and truly loved. But I have never appreciated it more, the ying and yang of it, the creative tension between the forces of enlightenment and those of privilege, than right now. But, although this applies in spades to our current political life as well as to world affairs, I’m going to focus much closer to home, on the HR technology and enterprise software industries, in this post.
Reading all the coverage, first of SAP’s acquisition of SuccessFactors, then Oracle’s acquisition of Taleo, and most recently, albeit on a much more modest scale, Saleforce’s acquisition of Rypple, I’m struck by the VERY different reactions to these events across Twitter, all the blogs and articles, and amazing discussions on the LinkedIn group for the HR Technology Conference. Even among the well-informed opinions (so excluding all the nonsense — always remembering that social tech gives everyone a voice), what you see in this grand industry consolidation, in this rush to own a piece of the HCM and/or SaaS action, depends on where you sit. And therein lies a tale of two perspectives.
Businesses are not charitable organizations. They exist to make money. And unless they are successful financially, they cease to exist. But businesses are also started and led by real people, people who bring a range of KSAOCs, ambitions, life experiences, values and more to starting and running businesses. I wrote a while back about the importance of matching the ambitions of your vendors to the needs of your organization when evaluation HR technology products and vendors, and that post is worth a reread now. But what that post didn’t do was to dig further into the dynamics of our market and to highlight the tale of two perspectives.
Investors, from angels to VCs to private equity firms to institutional investors and right on to individual investors, don’t start and run businesses. They risk their capital in exchange for a return on that capital. And while many to most of these folks (and I’m one of them, but definitely not within our industry) are honest enough, their first allegiance is to the return on their investment rather than to the customers whose purchases generate those returns or to the workforce whose accomplishments are the basis for those customer purchases. And while the founders/CEOs/leadership of the firms thus funded may be true visionaries who are passionate about serving their customers and delivering breakthrough products, money talks. So looked at from the perspective of an investor in Taleo or SuccessFactors, the payoff from these deals looks pretty positive.
Customers, on the other hand, are less interested in making investors rich than they are in meeting their own business needs. And they know very well that M&A is, at a minimum, disruptive and, all too often, destructive. They also know — or they should know — that their needs are not always top of mind with business owners and investors. They should be, of course, because (at least in theory) satisfied customers are good for business. Unfortunately, in our world of HR technology, customer lock-in occurs with such frequency and depth that customers will often put up with what would not be tolerated in other settings just to minimize the perceived pain of change. So, all too often, dissatisfied customers keep on paying for software/services with which they are much less than thrilled, reinforcing the bad behavior of some vendors who really do put management and investor interests ahead of serving their customers.
Capitalism is a wondrous thing, and I’m all for it. And there are some amazing visionaries/executives in our industry who are totally straight up in their dedication to customers. Interestingly, some of these individuals are both rich and good, and their reputations precede them. Show me a serial entrepreneur whose customers have bought from him/her several times, and I’ll show you a serial entrepreneur who’s been able to achieve financial success even as they’ve brought innovation and great value to their customers. And show me one who’s a talent magnet, not only of great sales people but also of great product visionaries and developers, and you’ve found that rarest of founders/CEOs/executives. I’ve had the pleasure of working with a few, and they are one reason I’m still working.
Investors and customers may well benefit from the same business strategies — that would seem to be the case with Apple — and we have good examples of same within our own industry. But buyer beware; the investors can look out for themselves.
Tales Of The Mighty Rolodex
It always was and always will be about the power of the network. It really does “take a village,” the mutual support we derive from friends, family and colleagues, not only to raise our children but also to help us every step of the way through life. We owe so much to those from whom we learned (and continue to learn) our craft, to whose who inspired us, and to those to whom we pass those lessons along. And professionally, nothing worth doing in my world has been an entirely solo accomplishment.
Long before anyone had thought of applying information technology to developing and sustaining, as well as tapping into and deploying, one’s network, there were some of us who were just naturals at understanding and unleashing the multiplier effects of a networked professional life — and many more who weren’t. And when that network lived only in the minds of its owners, or in entirely personal, manual records, we understood completely the very personal nature of, the entirely KSAOC nature of, both your network and your networking ability.
One of my earliest bosses, the head of sales for the startup consultancy cum software vendor with whom I made my first business trips, was pretty effective when sober but truly lost it at day’s end after the obligatory cocktails. I learned a ton from him about selling technology-enabled consulting services, and some things I probably didn’t need to know at 24 about the ennui of middle age. When I asked a longer-serving colleague about this guy, he told me that his real claim to fame was his meticulously annotated Rolodex. He’d carried this monster around over a 30+ year career (I realize now that this “old man” was then much younger than I am now — and that’s a scary thought!). Everyone who was anyone across a wide swath of industry was in there, along with their birthdays, wives, children, every contact ever made/product ever sold, and more. The little cards (do any of you even remember Rolodexes?) were printed in the tiniest accountant hand, with tic marks and color codes that only he understood. He was happy to share what he knew when you asked, but he kept that damn Rolodex under lock and key.
In our present world of nearly ubiquitous, easily searchable, online “rolodexes,” not to mention the activity streams we use to keep each other updated on nearly everything, it’s easy to connect with everyone you ever knew and many about whom you haven’t a clue. But the career amplification network effect isn’t about having a zillion connections (unless you’re a professional recruiter/marketeer/similar) but rather about the quality and usefulness of those connections. Are you connected to the people who matter in your industry/profession is an meaningful way? Do they reach out to you with their questions, industry/professional news, career opportunities and suggestions, further connections, etc? Do you respond in an equally valuable way? Can you reach into that network on short notice to get help with a client, project, professional dilemma, etc.? Is that help prompt and on point? It’s not quantity here that matters, it’s quality.
I’ve been blessed in my career in many ways, but my network is perhaps my greatest professional asset. And it takes work, it takes rising to the occasion, it takes honesty and reliability to create and sustain a high quality network, regardless of the technology used. And I continue to believe that we are truly judged by the company we keep.
Note: You might also be interest in Parts I and II of this series.
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